The second episode of Tonight in Controls, hosted by Webster Marsh, is available now. In this episode, Marsh explores the evolving state of mentorship in the commercial lighting controls industry—asking who’s stepping up to guide the next generation, and who’s staying silent. He dives into the reputational challenges faced by sales professionals, the growing divide between expertise and trust, and the importance of showing up—not just with answers, but with accountability.
The episode was inspired by the recent Lifetime Achievement Awards gala honoring some of the most influential figures in lighting. Amid the polished speeches and well-earned praise, one theme stood out above the rest: mentorship. Those being honored didn’t credit their success to luck or talent alone—they spoke of the people who guided them, challenged them, and believed in them when they were still unknown.
Marsh reflects on this message and draws attention to its absence in lighting controls, a sector known for its technical complexity and wide knowledge gap. From building owners and end users to architects and engineers, many rely heavily on a small group of technical experts—most of whom come from the sales side of the business. Yet those best positioned to teach are often the least likely to step into a mentoring role.
Why? As Marsh points out, sales professionals often carry the burden of mistrust. Tied to specific brands and driven by quotas, their advice is frequently viewed through a lens of skepticism. Some rise above it with integrity and dedication. Others, unfortunately, stay silent or share only enough to close a deal—leaving newcomers adrift and vulnerable to misinformation.
The real danger, Marsh suggests, isn’t a lack of knowledge in the field. It’s the growing silence from those who know the systems best but aren’t willing to guide others through them. He calls for a cultural shift, where mentorship becomes embedded in the DNA of the lighting controls community—not as an exception, but as a standard.
As LightFair 2025 approaches, Marsh encourages seasoned professionals to show up—not just for their companies, but for the industry. In a landscape filled with buzzwords, bold claims, and bright displays, what the next generation really needs is someone they can trust.
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